NEWS
www.comms-dealer.com
Nimans wields
Avenir aims
for Orange
Aastra reports
‘new weapon’
sales boom
record quarter
DISTRIBUTOR Avenir Telecom
NIMANS has welcomed the has launched a major three month AASTRA has capped a successful
launch of a new hardware-based channel incentive programme in 2008 with its 43rd consecutive
product from Swyx, hailing it as collaboration with Orange. quarter of profitability.
a ‘significant new weapon’ in the The ‘It Makes Sense’ incen- Figures released last month
battle for PBX sales. tive will reward sales of Orange show that the vendor notched up
Swyx is hoping to lure more business, mobile broadband and a record $261.8m during the three
traditional PBX resellers with BlackBerry converged connections months ending December 31 2008
SwyxExpress, a new hardware with prizes and holidays. compared to $155.2m for the same
bundle of its SwyxWare software Orange’s National Sales Manager, quarter in 2007. The company
solution, together with a Microsoft
Lynnette Smith
Marko O’Meara, said: “Avenir cli- experienced a significant increase
Windows Server. The software is thereby maximising the margin ents have been fundamental to the in revenue in all regions as a result
Michael Calvert
preconfigured onto the hardware from the overall project. We feel it growth of our business connections of the Ericsson acquisition which
meaning that PBX resellers unfa- offers the best of both worlds – the and converged connections, to say closed on April 30 last year. “Aastra is sound in terms of its
miliar with software installations familiarity of a standard PBX with nothing of the proliferation of our Sales for the year ended financial credentials at the moment.
save time on-site. the functionality and benefits of a mobile broadband dongles. December 31st 2008 were Compared to some of our competi-
Lynnette Smith, Nimans’ Swyx pure IP PBX solution. “Our work together on 2008’s $832.1m compared to $606.6m tors, it’s a company that you can
Business Manager, stated: “The “This new product launch is ‘Celebrate!’ incentive was a great for 2007, also a record for the do business with in the long-term,”
launch of SwyxExpress will tempt particularly attractive for tradition- success, so we’re looking forward to company. Excluding the revenue said Shen. “We’re not forecasting
more resellers to embrace the tech- al PBX resellers looking to move recognising the success of its client from the product lines acquired anything, we’re just hoping – along
nology as it minimises the costs into selling converged communica- base with this new promotion.” from Ericsson, sales would have with everyone else – to survive.”
of procurement and installation, tions for the first time.” More mobile news on page 24 increased by 1.7% from 2007 to The plan for this year, Shen
$617.0m in 2008. explained, is to continue work on
Opal continues shopping spree with
Aastra Technologies’ co-CEO integrating the Ericsson and Aastra
Tony Shen is quietly confident, but product lines, and capitalise on the
key acquisition of The Airtime Group
cautious. “A lot of the increases in wide scale adoption of open stan-
overall revenues are down to the dards like SIP, of which Aastra has
OPAL has acquired telecoms com- much expanded product and ser- direct and dealer customer base acquisition of Ericsson’s Enterprise been a long time proponent.
pany The Airtime Group (TAG) vices set, said Opal. will continue to be supported in Division,” he explained. “And Michael Calvert, General
for £752,360 payable in cash on Nathan Stenson, Director parallel with an aggressive customer there’s a seasonal upturn in the Manager of Aastra UK, comment-
completion. of Opal’s Wholesale & Indirect acquisition plan.” fourth quarter which we would ed: “We’ve got a global reach but a
Opal says the acquisition reaf- Channels, said: “This is another TAG is the main operating sub- expect anyway.” very strong local focus. And proj-
firms its commitment to channel example of Opal acquiring a part- sidiary of CANISP, a top reseller Taking account of the Ericsson ects like putting Welsh language
partners by offering a wide variety ner where we have a long-term rela- of fixed line telephony services for assets the figures still show an support in the IntelliGate 7.7 for
of commercial models, products tionship. We will be working close- voice and data. It has a number of increase of 13.2% – or over $20m the National Library of Wales show
and services. TAG’s existing cus- ly with the TAG team to ensure a existing agreements with Tier 1 car- – year-on-year. In addition, gross that we’re a company that’s easy to
tomers will also benefit from a seamless handover. The company’s riers including Opal. margins rose by almost 2.5%. do business with.”
Rocom’s vertical workshops go
down a storm at Scottish venue
THE latest in a series of Rocom’s ple of months as our resellers start
vertical market workshops – held making inroads into this highly
in Scotland and featuring Avaya profitable sector.”
solutions – focused on the Scottish Plantronics supported the latest
Education Sector and showed resell- workshop, providing free Bluetooth
ers how IP Office can be targeted at headsets to resellers who were
the school environment. shown how to integrate peripherals
Over 15 attendees congre- with their system offerings.
gated in the grounds of Stirling Tom Maxwell, Head of Sales at
STL Communications has extended its relationship with the Brawn
GP Formula One Team, formerly the Honda Racing F1 outfit. STL
Castle to hear tips on the funding Rocom, commented: “Our posi-
has supplied the team with its telephone systems since 1998. Using
models employed by the Scottish tion as a distributor gives us the
a converged communication network with IP telephony enables Education Sector and how to crack
Kevin Harrison
opportunity to offer resellers a
the team to phone back to the factory in the UK at significantly
the market. Kevin Harrison, Avaya Business range of peripherals that can be
reduced call charges, ensuring that the team benefits from better
An IT Education Consultant, Unit Manager at Rocom, said: incorporated into a system sale.
communications wherever they are in the world. Brendon Cross,
drafted in as a guest speaker, “Following our previous experience “This gives them a welcome
STL’s Managing Director, commented: “With Jenson Button and
Rubens Barrichello as the team’s race driver line-up for 2009
offered expertise and insights into in hosting these events in England chance to increase margins, with
Brawn GP has an exciting season ahead and STL will be helping
overcoming the ‘pain points’ resell- we expect to see a pipeline of sales peripherals providing steady
them with their communications at home and abroad.” ers frequently encounter. coming through over the next cou- income in the future.”
UK Telco 100 club is the fastest Partners receive a 220% t: 0844 77 00 765
growing dealer program. growth bonus with no targets. e: info@uk-telco.co.uk
8 COMMS DEALER APRIL 2009 www.comms-dealer.com
PG 08_News.indd 1 25/3/09 9:51:42 am
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